TIPS READER TIP High and Low


Some days are good, while other days are...well, not so good.


Give yourself a break. It’s natural to have peaks and valleys during a day, week, or month. So learn your pattern. Which days in the week are you naturally the most positive? Simply observe the times of the day you are at your best. Track your peaks and valleys by making a note on your calendar at the end of each day. Evaluate your at- titude toward 1) yourself, 2) co-workers, 3) clients, and 4) selling. Does a trend appear over the course of a month? If so, adjust your schedule to anticipate your personal peaks and valleys. Some- times, just recording your highs and lows helps identify why they occur.


– BEVERLY BRAUN THE SALES TRAINING BOOK SELLING TIP


Promotable or Not? Candidate X is friendly, personable, and well liked. But is she promotable?


Nino Lamberti of Corporate Insights, Inc., believes this question warrants deep thought by smart sales manag- ers. He cites the following competencies to ponder. Balance between people and process. How to do it is important, but how to do it through people can be even more important. Effective orientation for salespeo- ple includes “the ability to communicate in an influential manner, giving positive and, when necessary, construc- tive negative feedback as well.” Lamberti also stresses the importance of skill in coaching and motivating as


EMISSARY.IO IS A HUGE STEP UP FROM SOCIAL SELLING


Hmm… Thinking directly impacts behaviors.


Just think about it…


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If principles can become dated, they’re not principles.


WARREN BUFFETT


well as approachability and interpersonal sensitivity. These characteristics, along with good process orienta- tion, lead to the growth of productive sales teams. Driving results. Talented candidates for promotion


are driven by achievement. They don’t follow; they lead. They are self-confident and appropriately assertive. Their intensity is matched by goal accountability, com- petitive drive, and a mindset that keeps them focused on priorities.


Partnership adaptability. This often-overlooked competency centers on a unique understanding of the needs and desires of business partners in the field as well as in-house. It helps define the superior candidate. Do you have one in mind? Offer her the job and keep your fingers crossed that she’ll accept it.


– RAY DREYFACK


SELLING POWER DECEMBER 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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